Speakers

2018 CSE Annual Forum

Join us for this incredible opportunity to hear from the world’s biggest and most innovative sales organizations about what they are doing to identify, nurture and retain customers in the face of unprecedented change.

  • Roster

Greg Archibald
EVP, Americas
Criteo
Biography »

Greg Archibald’s Sessions

EVP, Americas, Criteo

Greg Archibald

EVP, Americas, Criteo

With over 20 years of experience in omni-channel, digital and mobile platform development, Greg Archibald serves as executive vice president, Americas at Criteo. Archibald oversees the Americas sales team responsible for all revenue operations inclusive of strategic planning, budgeting and national sales execution.

Archibald joined Criteo after serving as chief revenue officer for NinthDecimal, where he was instrumental in transforming the Wi-Fi ad network into a true mobile location data player. Before joining NinthDecimal, Archibald held senior level strategic revenue positions at Datalogix, Yahoo and Intuit. Prior to his career in business, he served for nine years as a pilot in the U.S. Navy. He also volunteers with the Navy SEAL Foundation, an organization that provides assistance to active duty personnel, their spouses and children, as well as to families who have lost a loved one in training or combat.

Criteo (NASDAQ: CRTO), the leader in commerce marketing, is building the highest performing and open commerce marketing ecosystem to drive profits and sales for retailers and brands. 2,700 Criteo team members partner with 16,000 customers and thousands of publishers across the globe to deliver performance at scale by connecting shoppers to the things they need and love. Designed for commerce, Criteo Commerce Marketing Ecosystem sees over $550 billion in annual commerce sales data. For more information, please visit www.criteo.com.


Chris Dials
Vice President, Global Operations
VMware
Biography »

Chris Dials’s Sessions

Vice President, Global Operations, VMware

Chris Dials

Vice President, Global Operations, VMware

Chris Dials leads VMware’s go-to-market operations worldwide—an 800-person global team that serves 5,000+ sales professionals, 75,000+ partners and 1M+ customers. As a senior high tech leader with a 20-year history of leading operational transformation, Chris is focused on developing highly-effective teams and relentlessly driving top and bottom line growth.

During his tenure at VMware, Chris centralized, stabilized and transformed operations for this enterprise software company (4th largest worldwide)—paving the way to scale from $6B to $10B. Dials right-sized the organization, reducing operating expenses by 30 percent and increasing internal customer SAT by 10*.

Chris improved sales and marketing alignment increasing lead acceptancy by 10 percent, and centralized operational resources into one global team reducing attrition to one percent. He also established “Centers of Excellence” to simplify and rationalize day-to-day operations in order to accelerate sales.

Prior to VMware, Dials served as vice president of operations for SAP Greater China were he laid the foundation that continues to drive double-digit growth. He also ran all sales operations for this billion dollar enterprise and grew the sales team from 100 to 400 sales people nearly doubling revenue in 30 months.

Previously, he was senior director of global customer operations at SAP which comprised field enablement, sales operations, marketing and demand generation with an emphasis on Russia, India and China. Dials also led enablement sessions for 2,000+ sales representatives across 15 countries. Chris joined the company in a NA Marketing Operations leadership role with a $100M budget.

Prior to this, Chris headed business operations at Iconoculture growing the customer base from five to 1,000 accounts and propelling revenue by 20x in less than two years. He also served in various leadership roles at Gartner, CSC and Penton Media.


Cate Gutowski
SVP, Global Sales and Service
Panasonic Avionics Corporation
Biography »

Cate Gutowski’s Sessions

SVP, Global Sales and Service, Panasonic Avionics Corporation

Cate Gutowski

SVP, Global Sales and Service, Panasonic Avionics Corporation

Cate Gutowski leads Panasonic Avionic’s worldwide sales, marketing and services organizations. Cate’s current focus is on commercializing breakthrough entertainment and communication solutions that delight airline passengers, and build the business of our airline partners, channel partners and developers. She firmly believes that passengers value innovative, engaging in-flight experiences and that airline partners are receptive to first-to-market solutions that foster passenger loyalty, and enhance the customer experience. Gutowski also emphasizes it is important that the company’s commercial strategies are as future-focused and inspired as the technical innovations now emerging from their software and hardware platforms.

To accelerate her ability to deliver with speed, Cate is focused on driving the digital transformation of the salesforce. “We will drive sales productivity and empowerment through the adoption of artificial intelligence, machine learning and predictive analytics technologies. I believe that we will earn the right to become trusted advisors to our customers through the creation of a contemporary technology stack for sales, and a focus on building next-generation skills, capabilities and mindsets that enable a customer-first culture.”

Gutowski joined Panasonic Avionics after 20 years with GE, where she held a variety of senior leadership positions at GE Lighting, GE Energy, GE Corporate and GE Digital in sales leadership, product management and general management. Most recently, Cate led the digital transformation of GE’s 25,000-member sales force in 180 countries, which involved a close partnership with IT to rapidly test emerging technologies to deliver a $6 Billion, five percent productivity goal. She lived in Budapest, Hungary for three years and had leadership responsibility for Europe, the Middle East and Africa.

For the past two years, Gutowski has been named a “Top 100 Sales Leader” globally by The Modern Sale and recognized by the Wall Street Journal, CIO Journal, Tech Target, Forbes and CNBC. She’s a frequent speaker at industry and university events such as Harvard, MIT and NYU on digital transformation and emerging technology topics. Cate’s also an active contributor on CIO.com on The Future of Sales and a certified Dale Carnegie instructor on the topic of “Leadership.”

Gutowski graduated from the University of Illinois at Urbana-Champaign and earned her Executive MBA at the University of South Florida in Tampa. She’s the founder and president of the non-profit, “If You Can See It, You Can Be It”, focused on accelerating women in leadership through professional development leadership training. The impact of this leadership through storytelling program on employees and customers has been recognized globally by Inc, ELLE Magazine, TODAY, Good Housekeeping and Family Circle.


Michael Iskra
President, North America Commercial Operations
Ortho Clinical Diagnostics
Biography »

Michael Iskra’s Sessions

President, N.A. Commercial Ops., Ortho Clinical Diagnostics

Michael Iskra

President, N.A. Commercial Ops., Ortho Clinical Diagnostics

Mike Iskra is responsible for leading North America commercial operations with direct responsibility for the company’s North American business. In this role, he manages and directs Ortho’s N.A. customer-facing organization, including sales, service and regional marketing, as well as regional commercial support functions. Since assuming this role in 2015, Mike has led efforts to set the strategy and go-to-market structure for the North American commercial organization and delivering annual operating plan targets.

Iskra has more than 23 years of advancing experience in sales, marketing, operations and general management in diagnostics and health care products and services. Prior to Ortho, Mike most recently served as senior vice president of business development for Healthways in Franklin, Tenn. He previously served as general manager of a newly acquired business at CCS Medical and spent 14 years at Bayer/Siemens Diagnostics in a variety of roles with increasing responsibility.

Iskra earned a Bachelor of Arts degree in international relations from the University of Delaware. He also completed the Executive Management Program at University of Notre Dame, Mendoza College of Business; and the General Management Leadership Program at Columbia Business School.


Lon Justice
VP, Sales, Marketing & Customer Experience
Agilent Technologies
Biography »

Lon Justice’s Sessions

VP, Sales, Marketing & Customer Experience, Agilent Technologies

Lon Justice

VP, Sales, Marketing & Customer Experience, Agilent Technologies

Lon Justice leads a $3.8 billion laboratory solution sales organization for Agilent Technologies, a global $4.5 billion market leader in life sciences and diagnostics instruments, software and services. In addition, his responsibilities encompass marketing, customer experience, the digital experience, branding, communications and public relations for the entire Agilent enterprise.

Justice has more than 30 years of strategic experience in Agilent and its predecessor company, HP. He is known for his ability to envision and lead business transformations that have allowed the company to take a more strategic view while serving customers better.

Lon has served in multiple leadership positions in sales, marketing and product divisions throughout his career. He lived in Waldbronn, Germany from 1992 to 1996, where he built a new business development program for HP Europe. When Agilent spun off from HP in 2000, Justice was tapped to lead all customer-facing business functions in the Americas for the new company.

Born in Ohio, Lon holds a B.S. in chemistry and biology from Ashland University, and an MBA in marketing and finance from the University of Akron. He is a strong champion for education and serves on the board of directors for the Educational Foundation of Tau Kappa Epsilon fraternity, an organization that grants scholarships to deserving college students within the U.S. and Canada.

 


Hans-Peter Klaey
Chief Revenue Officer
Hitachi Vantara
Biography »

Hans-Peter Klaey’s Sessions

Chief Revenue Officer, Hitachi Vantara

Hans-Peter Klaey

Chief Revenue Officer, Hitachi Vantara

Hans-Peter Klaey (HPK) has responsibility for all aspects of sales across Hitachi Vantara and reports to Brian Householder, president and chief operating officer. He leads the building and executing of the company’s cohesive sales strategy and expands its sales capability for existing and new offerings portfolio. HPK has also accelerated the adoption of Hitachi Vantara’s data-driven solutions and services with unrelenting focus to help customers achieve tangible outcomes that positively drive business and society forward.

HPK brings a wealth of experience from some of the world’s largest enterprise software businesses and has successfully led multibillion-dollar field organizations. He has demonstrated his ability to drive exceptional business growth and energize employees and teams to win, while always focused on the customer. He has global leadership experience and brings with him a great depth and breadth of solution-selling experience.

HPK has served in global executive roles in the IT industry, including senior vice president of global sales at Ixia; and SVP and head of sales for the HP Software business group in the IT infrastructure, cybersecurity and analytics software solution spaces.

HPK held several senior executive positions at SAP, including president of global small and midsize enterprises and president and chief executive officer of SAP Asia Pacific and Japan. He was also previously managing director of SAP UK, Ireland and Africa.

HPK is a Swiss national and has lived with his family in Europe, Asia and the Americas. He is now based in Southern California. He holds a Bachelor of Science in mechanical engineering from Bern University of Applied Science and a Bachelor of Business Administration from GSBA Zurich.


Chris Klayko
Managing Director, Google Cloud Americas & Global EDU
Google
Biography »

Chris Klayko’s Sessions

Managing Director, Google Cloud Americas & Global EDU, Google

Chris Klayko

Managing Director, Google Cloud Americas & Global EDU, Google

Chris Klayko joined Google in 2013. In his current role, he oversees the U.S. West and LATAM regions in addition to America’s inside sales.

Previously, Klayko worked at SAP, an industry-leading enterprise software provider, where he held a number of senior leadership roles, including global vice president of emerging solutions, and North American vice president of manufacturing and R&D lines of business.

Prior to SAP, Chris was part of the founding team at Hara, a clean tech company where he led sales and delivery. Chris sits on the board of Sky’s the Limit fund, a charity that is dedicated to financially aiding families with at-risk kids to attend wilderness therapy.


Lana Lee
VP, Sales & Marketing Operations
Glassdoor
Biography »

Lana Lee’s Sessions

VP, Sales & Marketing Operations, Glassdoor

Lana Lee

VP, Sales & Marketing Operations, Glassdoor

Bio forthcoming


Paris Loesch
SVP, Customer Acquisition Cloud
[24]7.ai
Biography »

Paris Loesch’s Sessions

SVP, Customer Acquisition Cloud, [24]7.ai

Paris Loesch

SVP, Customer Acquisition Cloud, [24]7.ai

Paris Loesch is an accomplished, client-centric executive with more than 25 years’ experience leading revenue, marketing and multi-function global teams across Fortune corporations and marketing services firms. She brings 15 years of deeply rooted customer expertise and strategies from P&G, Kraft/Mondelez and The Coca-Cola Company combined with key roles at WPP Kantar Media & GroupM, Lionbridge and now [24]7.ai. Customer acquisition, market analytics and client success are in her DNA.

Through her career, Loesch has closed numerous enterprise deals and sculpted strategic partnerships with multiple B2B, B2C and B2B2C firms and industries leveraging thought leadership, case studies, CABs, solution-focused consultation and trusted advisory. She feels all decision-making is centered in knowing and aligning to mutual KPI’s, P&L drivers and intent–the key underlying criteria for behavioral actions.

Paris’ market knowledge and competitive deal acumen has resulted in strategic relationships with MetLife, iAG, Estée Lauder, Colgate, Johnson Controls, Lowes, CVS, Enterprise Holdings, Starbucks, The Four Seasons, Nestle USA, Maximus, FEMSA, Marriott, Hertz, Lenovo, Goldman Sachs, Duetsche Bank, Merrill Lynch plus agencies within IPG, WPP, Publicis, Omnicom and Dentsu, for example.

Loesch received her master’s from Purdue University on a full academic and leadership scholarship. She has consulted as an industry SME and has delivered speeches and led roundtables at industry conferences, universities and businesses.


Paul Mountford
Chief Executive Officer
Riverbed Technology
Biography »

Paul Mountford’s Sessions

Chief Executive Officer, Riverbed Technology

Paul Mountford

Chief Executive Officer, Riverbed Technology

Paul Mountford brings to Riverbed 30 years of leadership experience in the technology sector, including data center and virtualization, network and application infrastructure, collaboration and mobile devices.

Previously, Mountford spent 16 years at Cisco, with roles that included running the firm’s $34 billion Enterprise business, being the first executive to lead the company’s Emerging Markets business, and rebuilding and running Cisco’s channel partner program.

He was most recently CEO of Sentillian, a New York-based web intelligence startup focused on monitoring publicly shared content.

Prior to joining Cisco, Mountford owned a channel development consultancy where he helped U.S.-based companies develop channel strategies for successfully entering international markets.


Martin Osborn
Head of U.S. Commercial Operations
Medtronic Surgical Innovations
Biography »

Martin Osborn’s Sessions

Head of U.S. Commercial Operations, Medtronic Surgical Innovations

Martin Osborn

Head of U.S. Commercial Operations, Medtronic Surgical Innovations

In his current role and in conjunction with Sales and Marketing Leadership, Martin reports directly to the GM/VP of North America as a part of the Medtronic Surgical Innovations (SI) leadership team. He is tasked with development and management of the U.S. Commercial Playbook to ensure alignment of strategy and execution of commercial priorities. Osborn also manages operational efficiency initiatives, national sales & training meetings, philanthropic programs, and commercial communications to drive the engagement, connectivity and effectiveness of the U.S. SI Commercial Organization.

Martin adds to his CV over 15 years of experience in biomedical research, veterinary medicine, medical device sales, and corporate sales operations digital tool development/implementation. He is also acting co-chair of the Medtronic African Descent Network of Colorado employee resource group that engages staff for networking, career growth, and team efforts that support the health and well-being of the underserved Colorado African American & minority populations.


Fran Rosch
EVP, Consumer Business
Symantec
Biography »

Fran Rosch’s Sessions

EVP, Consumer Business, Symantec

Fran Rosch

EVP, Consumer Business, Symantec

Fran Rosch is the leader of Symantec’s Consumer Business, which includes sales, operations, engineering, product management, marketing, and support for the company’s Norton and LifeLock-branded products for consumers and small businesses.

Previously, as head of the User Protection and Productivity (UP&P) team, Fran led the product management development and support teams as they worked to deliver products across all of their devices. Before transitioning to UP&P, Rosch was vice president of Identity and Authentication Services, responsible for business strategy, product management and development, customer authentication, and infrastructure operations for Symantec’s Trust Services SSL and User Authentication solutions.

Mr. Rosch joined Symantec in 2010 through the acquisition of VeriSign’s security business. During his 12-year career with VeriSign, he worked with the company’s largest customers to design and deploy effective security solutions to solve business challenges. Prior to joining Verisign in 1998, he worked as an IT and security consultant for various consulting organizations.

Rosch holds a B.S. in industrial engineering from Lehigh University in Bethlehem, PA.


Dave Spencer
Chief Operating Officer
SAP North America
Biography »

Dave Spencer’s Sessions

Chief Operating Officer, SAP North America

Dave Spencer

Chief Operating Officer, SAP North America

As chief operating officer, Dave Spencer is responsible for the development and consistent execution of SAP’s go-to-market and sales strategies for all industries and across the entire product portfolio. He is also accountable for keeping a driving force behind SAP’s increased market share for the company’s fast-growing cloud business.

Since joining SAP in 2006, Dave has held several management and executive leadership sales roles. Most recently, he was the managing director for the East region of SAP North America, and before that was its chief operating officer.

Previously, Dave was global vice president of sales for SAP’s cloud organization, overseeing the go-to-market
activities for the Customer, Money, and SAP® Business ByDesign® field sales teams; and the vice president of SAP Strategic Customer Program (formerly SAP Premier Customer Network) in the northeast, successfully managing and developing top-performing account teams responsible for some of SAP’s largest customers. He has also served as a global account executive, and began his SAP career with the professional services team, generating software sales with new and existing customers.

Before joining SAP, Dave held several senior sales leadership positions at companies such as Ruesch International (acquired by Travelex), Gelco Information Network (acquired by Concur), and Moore Business Forms & Systems.

Dave graduated from Guilford College in Greensboro, North Carolina, with a Bachelor of Science.


Warren Stone
SVP, Research & Applied Solutions - N.A.
MilliporeSigma
Biography »

Warren Stone’s Sessions

SVP, Research & Applied Solutions - N.A., MilliporeSigma

Warren Stone

SVP, Research & Applied Solutions - N.A., MilliporeSigma

Warren Stone is SVP of Research & Applied Solutions North America. In this role, he oversees the development and execution of a transformational customer-centric commercial strategy built through leveraging customer and market insights.

Prior to his appointment to lead the combined North America sales organization, Stone served as vice president of sales for the North American commercial region, where he had full responsibility for the sales strategy, resource deployment & planning and the attainment of sales revenue goals through customer acquisition and experience.

For the past two decades, Stone has served in a wide variety of general management, sales, marketing and business development roles within the Merck Group affiliates and businesses around the world. His background includes leading the former Lab Essentials business field based in Darmstadt, Germany, during which time he started the transformation of the more than 500 million euro business into a global, customer-centric, solutions-orientated business.

Stone holds diplomas in analytical chemistry and a business degree in sales & marketing from the Technikon Witwatersrand in Johannesburg, South Africa. He is a member of the Laboratory Products Association and the sales executive council.


Wendi Sturgis
Chief Customer Officer
Yext
Biography »

Wendi Sturgis’s Sessions

Chief Customer Officer, Yext

Wendi Sturgis

Chief Customer Officer, Yext

Wendi has spent the last 20 years working in the tech, media and internet space. She is currently the chief customer officer at Yext.

Prior to her current role at the company, Wendi served as the executive vice president of sales and services.

Sturgis had previously held executive positions at Oracle, Gartner, Right Media and Yahoo! She managed a $1.4 Billion P/L as vice president of account management for North America at Yahoo!

Wendi currently serves on the Student Transportation, Inc. board as an independent director and the chair of the innovation and technology committee. She remains an active member of the Step Up Women’s Network board for the past seven years and previously was on the Dailyworth.com and Taproot Boards.

Wendi graduated from Georgia Tech and currently serves on the Georgia Tech Advisory Board as the Chair. She was named one of the “40 Women To Watch Over 40” in 2013.


Lisa Valentino
EVP, Revenue Innovation
Univision
Biography »

Lisa Valentino’s Sessions

EVP, Revenue Innovation, Univision Communications Inc.

Lisa Valentino

EVP, Revenue Innovation, Univision Communications Inc.

Lisa Valentino is executive vice president of revenue innovation for Univision Communications Inc. (UCI), the leading media company serving Hispanic America. Valentino is part of an integrated, innovative revenue team that leverages the strongest capabilities of UCI’s distribution and advertising functions. She reports to UCI’s chief revenue officer Tonia O’Connor.

As EVP of revenue innovation, Valentino works closely with UCI’s digital, content and revenue teams to develop strategy and activation for customer solutions. Her role also includes revenue oversight of digital, branded entertainment, experiential, advertiser creative, consumer insights, and data-informed audience-based targeting.

Prior to joining UCI in January 2018, Valentino worked at Condé Nast where she served in a series of revenue-focused leadership roles, most recently as chief revenue officer for industry and agency, overseeing growth as well as strategic planning to accelerate new revenue growth and transform Condé Nast from a publisher to a media partner and brand storyteller. Prior to Condé Nast, Valentino worked at ESPN, where she last served as SVP of multimedia sales. During her tenure, she was responsible for managing over $1 billion in revenue and selling multimedia programs across the company’s portfolio, including domestic and international TV, digital, live events and print. She also managed all digital and mobile ad sales revenue for the company, defined the business’ digital and mobile priorities, focusing on initiatives that differentiated ESPN in the marketplace, and launched key partnerships for the company, including Twitter.

Valentino graduated from Lafayette College with dual degrees in English and Art.


Beth Ann Vaughn
VP, WW SaaS Sales & GTM Transformation
IBM
Biography »

Beth Ann Vaughn’s Sessions

VP, WW SaaS Sales & GTM Transformation, IBM

Beth Ann Vaughn

VP, WW SaaS Sales & GTM Transformation, IBM

Beth Ann Vaughn is currently leading IBM’s SaaS transformation as vice president, worldwide SaaS sales & transformation in the Cognitive Solutions Unit. In this strategic role, she is driving the overall go-to-market strategy for IBM’s software as a service portfolio. This includes introducing new sales roles, compensation plans, incentives, tools, customer programs and business processes for the direct sales force.

Beth Ann also has oversight of IBM Software’s contracting process and maintaining the Security & Privacy posture for the portfolio. Finally, Vaughn works with the product development, support and delivery teams to ensure that SaaS offerings are competitive and continuously bring exceptional business value to LOB clients.

Formerly, Beth Ann was director, WW sales execution & strategy for Industry Solutions, a $2B+ IBM unit with over 2000 sales professionals. This was a chief of staff-type role for the vice president of IS sales and included running sales operations, enablement, incentives and M&A (case development, planning and integration). Her M&A project experience included Coremetrics, Unica, i2 Group, Cúram, Emptoris, Tealeaf, DemandTec, Xtify, Deaja, StoredIQ and Silverpop.

Vaughn also led global industry software sales as a director in retail, CP and T&T from 2006 to 2010 with specific leadership responsibility for shaping industry business solutions and frameworks. The distribution sector grew from $1.0 to 1.4 billion during this time based on annualized revenue.

Throughout her career, Beth Ann has held a wide range of sales, marketing and leadership roles within IBM, the majority across various Fortune 100 retail and global automotive accounts.

Vaughn earned her B.S. degree in mathematics from Michigan State University.


Dana Warren
Head of Merchant Development, PayPal Credit
PayPal
Biography »

Dana Warren’s Sessions

Head of Merchant Development, PayPal Credit, PayPal

Dana Warren

Head of Merchant Development, PayPal Credit, PayPal

Dana Warren is senior director of merchant development for PayPal Credit at PayPal where she leads the distribution, marketing and sales of consumer financing solutions for retailers in North America. Prior to joining PayPal in 2016, Dana spent eight years at American Express working in marketing and strategy. In her last position with American Express, she led a global team responsible for ensuring American Express maintained and enhanced its market-leading position in corporate payments and expense management. Before joining American Express, Dana launched the New York operations for College Summit, the nation’s largest nonprofit dedicated to transforming the lives of low-income youth by connecting them to college and career.

Dana holds a bachelor’s degree from the Woodrow Wilson School of Public and International Affairs at Princeton University and an MBA from Columbia Business School.

Dana is a member of the national board of directors for Princeton AlumniCorps, a founder and former board member of the Brooklyn Latin School’s board of directors, and founder and former co-chair of College Summit New York’s Education Leaders Council.


Beth Webb
Global Customer Experience Leader
GE Healthcare
Biography »

Beth Webb’s Sessions

Global Customer Experience Leader, GE Healthcare

Beth Webb

Global Customer Experience Leader, GE Healthcare

Bio forthcoming